As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong internal sponsorship from … [Read more...] about Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling
Is problem knowledge more important than product knowledge?
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of this article. It’s … [Read more...] about Is problem knowledge more important than product knowledge?
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?
A New Year Resolution: eliminating wasteful sales behaviours
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours
Creating collective value through customised value
I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I … [Read more...] about Creating collective value through customised value
Why do so many trials end up as tribulations?
I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his original piece … [Read more...] about Why do so many trials end up as tribulations?
